Regional Account Manager

Location: Dubai, United Arab EmiratesIn fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.Thales has built a presence in the United Arab Emirates for over 35 years, and today has over 300 employees. Thales in the UAE is part of our Middle East business that has 1,800 people across Egypt, Iraq, Kuwait, KSA, Lebanon, Oman, Pakistan, Qatar and UAE. Together we delivered technology for the Dubai metro, the longest driverless metro network in the world and a fare collection system that processes up to 250,000 transactions per day. We make UAE a safer place by providing secure electronic payment solutions, cyber security systems and communications as well as security systems for Dubai International Airport and air traffic management and navigation systems for Abu Dhabi’s airport.Position SummaryThe Regional Sales Manager (RSM) for In-Flight Entertainment (IFE) will be responsible for driving sales and managing relationships with airline customers within a defined region. This role will focus on promoting and selling IFE solutions to both existing and new airline clients, ensuring their needs are met with innovative and tailored solutions that enhance the passenger experience. The RSM will work closely with internal teams, including product, marketing, and operations, to deliver comprehensive sales strategies and achieve revenue goals.Essential Functions & Key Areas Of ResponsibilityDevelop and execute a sales strategy to meet regional targets, focusing on increasing revenue from both new business and existing customers in the airline sector.Identify and pursue new business opportunities within the region by researching potential airline clients, attending trade shows, and networking with industry professionals.Collaborate with internal teams such as product management, engineering, and operations to ensure seamless implementation and delivery of IFE solutions to customers.Drive the entire sales process from lead generation to closing deals, ensuring alignment with company objectives.Build relationships with C‑suite executives and strategic ecosystem partners within the region.Develop trusted advisor relationships with key customer stakeholders and executive sponsors.Ensure the timely and successful delivery of our solutions according to customer needs and objectives.Collaborate with Account team to identify and grow opportunities within the account.Collaborate with customer account team for all issues impacting the customer experience.Assist with challenging client requests or issue escalations as needed.Monitor competitor activities, market trends, and customer feedback to identify opportunities and threats.Provide insights and recommendations to senior leadership on how to improve sales processes, product offerings, and customer engagement.Collaborate with the customer success account team to provide proactive, world‑class support for the customer, focusing on responsiveness, product, service quality, and speed of resolution to achieve Customer Success.Negotiate contracts and close agreements to maximize profits.Develop new business with existing clients and/or identify areas of improvement to meet sales quotas.Track and report on sales performance, pipeline activity, and customer feedback to senior management.Provide regular sales forecasts and analysis to ensure alignment with company goals.Ensure to meet committed lead times and airline deadlines for proposals, while continuously working on improving efficiency opportunities within the process.Work with the marketing team to design targeted campaigns and promotions to attract new customers and retain existing ones.Prepare and maintain reports, metrics, proposal requirement tools, documents and schedules.Create and track account‑specific opportunities pipeline.Identify and report sales phase, win probability, plan of actions.Lead negotiation and escalation of proposal quote requirements.Create capture plan and lead proposal activities, including creating presentations, compliance matrix.Prepare reports and professional presentations to communicate potential opportunities and/or problems to customer teams and senior management.Provide reports to management, customer teams, and the customer relating to improvement of products, trends, innovations and roadmap items.Maintain inputs/updates of Customer Relationship Management tool (CRM, Salesforce) as appropriate.Minimum Requirements: Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, LanguageBachelor’s degree or equivalent in marketing, business administration, sales, or relevant field.Proven experience in sales within the aviation or technology industry, with a focus on in‑flight entertainment solutions or similar technolo